251023 SE International Business Negotiation Seminar (2022W)
Continuous assessment of course work
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ON-SITE
This is a fee-based continuous education and training programme/certificate course offered by the Postgraduate Center. Please note that you must be admitted to a continuing education and training programme/certificate course to participate
Details
Information
Aims, contents and method of the course
Assessment and permitted materials
Assessment: class participation (preparation and conduct of simulations, participation in debriefing discussion) and written assignment (case analysis, short essay questions, negotiation theory, and applied learning.
Permitted materials: open book [book and articles]
Permitted materials: open book [book and articles]
Minimum requirements and assessment criteria
50% for a positive grade, based on class participation and assignement
Examination topics
All topics covered in the course.
Reading list
G. Richard Shell, Bargaining for Advantage plus 4 articles,
and 5 simulations, provided during the course.
and 5 simulations, provided during the course.
Association in the course directory
Last modified: Th 16.02.2023 00:06
Contents: Negotiation permeates our law practice and life. This highly interactive seminar draws on theoretical readings, cases studies and simulations to develop the interpersonal and analytical skills that are critical to negotiation. Students will progress from a simple 2-party purchase agreement to more complex commercial matters in terms of the parties, topics, and processes in an international context: a purchase agreement, two cross-border joint ventures, an intellectual property dispute, and a multi-party development project.
Method: Lecture, simulations, case discussion, group work